Selling All 3 Buckets of Benefits with AI Insights to Build Your Most Compelling Case™
$75
1 Hour
About Selling All 3 Buckets of Benefits with AI Insights to Build Your Most Compelling Case™
Energy savings alone rarely win the deal. Your customers decide based on what they value: uptime, product quality, safety, revenue and reputation. This practical course shows energy solutions sales professionals how to use AI to research prospects and see each project through the customer's eyes. You'll learn to uncover the non-utility-cost financial and non-financial benefits that make projects compelling, and to tailor your message to every decision-maker and influencer. Leave with a ready-to-use prompt library, a proven prompting method, and the guardrails to use AI safely and accurately. This content is appropriate for a wide variety of energy solutions sellers and addresses both efficiency and electrification.
After completing this course,
you will be able to:
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Distinguish the 3 buckets of benefits and explain why non-utility-cost financial and non-financial benefits often outweigh energy savings.
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Apply the C.H.A.R.G.E. method to write AI prompts that produce accurate, usable sales content.
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Build a prospect "dossier stack" to identify and prioritize the best accounts to approach.
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Use AI to draft concise first touches, including elevator pitches, LinkedIn connection requests, emails and cold-call scripts.
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Tailor value propositions to each decision-maker and influencer, using the yardsticks of their market segment.
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Anticipate common objections by role and market segment and prepare credible responses.
About the Instructor
Mark Jewell
Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.